When businesses stall, it’s rarely because the market moved too fast — it’s because leadership didn’t. In this episode, Bud, Moneyball Ross, and Data Mike sit down with Dr. Diane Keil-Hipp, COO of Knight Insurance and creator of the Spinning Wheels Model, to unpack how resistance to change, dysfunctional culture, and assumed continuity quietly drive once-great organizations into decline.

Together, they explore:

🧠 The psychology behind why teams resist change — and how to move them forward.

🏌️‍♂️ “Country-club leadership” in beer distribution — and what it really costs.

📸 What Kodak and Sears can teach every family-run business about innovation and decline.

⚠️ The danger of assuming “we’ve always been fine.”

🧰 Practical steps leaders can take to diagnose decline before it’s too late.

Diane also introduces her Organizational Traction Survey, a free tool that helps leaders see if their teams are spinning wheels or gaining traction.

🎧 Listen if: You’re leading a team that feels stuck, fighting complacency, or trying to push change in a “that’s-how-we’ve-always-done-it” culture.

Chapters

00:00 Introduction

04:32 Meet Dr. Diane Keil-Hipp

07:02 The Spinning Wheels Model Explained

12:20 Resistance to Change and Organizational Decline

16:46 The Importance of Metrics and Gut Checks

21:39 Navigating Change in the Beer Distribution Industry

26:37 Navigating Generational Leadership Transitions

28:04 Overcoming Fear in Leadership

29:07 The Psychology of Change Resistance

32:27 Strategies for Driving Organizational Change

34:24 Practical Approaches to Managing Long-Tenured Employees

43:10 Introducing the Organizational Traction Survey

47:50 Understanding Organizational Structures and Change

49:40 The Importance of Actioning Survey Results

🔗 Resources Mentioned:

📊 The Organizational Traction Survey https://bgsu.az1.qualtrics.com/jfe/form/SV_cO4Kxfdo06hYSy2

👩‍🏫 Connect with Dr. Diane Keil-Hipp on LinkedIn linkedin.com/in/diane-keil-hipp-ph-d-4490bb4

📬 Contact the VXP Team ✉️ info@vxptech.com | 🌐 vxptech.com

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About Tapped In Sales:  

Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement.

This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case.

Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach!

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